How Much Has Video Impacted the Way We Sell?

Posted by Dave Kurlan on Mon, Jun 22, 2020 @ 23:06 PM

video-call

Back in the old days, when you wanted to copy something, you would have said, "I'm going to Xerox this."  And for years when you needed a tissue you would have asked for a Kleenex.  And when you wanted to clean your ears you would have asked for a Q-Tip.  All three of these are examples where the brand and the product were one in the same.  We're getting to that same point with Zoom video, where more than half of all salespeople are now using Zoom!

Video is becoming such an important part of selling, especially during the shutdowns and quarantines, that Objective Management Group (OMG) is creating a new selling competency called Video Proficient.  As part of the development process to identify the attributes for this competency, we test various questions in advance and examine the distribution of answers to make sure that they are within the norms we need to have.  We also ask more questions than we will actually use.  In the past week, nearly 2,000 salespeople answered 10 potential questions and I thought it would be useful to share some of the data we have already collected.

In March, most salespeople were very uncomfortable conducting their business over video. Look at this article I wrote about video as recently as November!  Yet today, just three months later, 49% of salespeople prefer video to a phone call and another 28% don't have a preference.  That's quite a change!

So how do salespeople feel about video?

Video-feelings-1As you can see, 91% of salespeople now have positive feelings about using video for selling!

Are they Zooming? 

Video-platformsActually,  they are, with 56% of salespeople using Zoom.  I was surprised to see 38% still using Skype and 26% still using Facetime.  I predict that before the summer is over, most salespeople will have moved from those two platforms.

How serious are salespeople about their video and what kinds of accessories have they added to make their video more professional?  Nearly 40% are using virtual backgrounds and almost 20% have added external microphones, HD cameras, green screens and/or studio lighting.

How proficient are salespeople becoming with video?  They're doing better than I expected.  More than half consider themselves to be intermediate users, while almost 30% believe they have mastered their video platforms!

Video is here to stay and not just because so many of us will continue to work remotely.  It's here to stay because it's a far more effective tool than the phone and almost as good as being there!   

Image copyright 123RF          

Topics: Dave Kurlan, salespeople, zoom, remote selling, video conferencing

Video Conferencing for Salespeople - To Zoom or Not to Zoom?

Posted by Dave Kurlan on Wed, Nov 06, 2019 @ 14:11 PM

zoom

No data or statistics today.  No sales training or coaching either.  This won't be a lesson for sales managers or sales leaders.  This is my rant of the day.

Netflix?  √
Blue jeans? √ 
Tee shirt? √ 
Laptop? √ 
Smartphone? √ 
Zoom Meeting room? √

Lately it seems that everyone has a Zoom room so congratulations to Zoom!  They're adding telephony so they seem to be expanding their offerings.  The question is, if everyone is rushing to Zoom for their advanced meeting platform, why aren't salespeople taking advantage of it?

Selling has generally moved from outside to inside.  The advantage of selling from ones desk or home office is that it's much more efficient and far less costly.  The disadvantage is that people still want to meet the people they are doing business with.  Enter video.  Video conferencing allows prospects and customers to see us, without us having to travel.  It's better than audio-only, otherwise known as phones.  

If video enhances our ability to sell from the comfort of wherever we are, why is it that nearly every time I join a Zoom meeting the host's video is turned off?  Doesn't that defeat the purpose?

In my opinion, the appeal of the technology has caused everyone to jump on board but the availability has moved more quickly than our readiness to adopt the technology. Many salespeople are either too embarrassed or too uncomfortable being on camera to turn on their camera.  And then there's the group who turn it on but don't center the camera on their face!  Do us a favor - you're the ones who shouldn't be turning on the cameras!

Video meetings are the future.  Video meetings are important.  The technology to sell by video conference is easy-to-use, ready-to-use, requires no training, and can help you be a trusted advisor - a status you cannot achieve as quickly by phone or in a Zoom meeting without video.

When I'm being sold to I keep my camera off - but for some reason they don't turn theirs on.  When I'm doing the selling you can bet your bottom dollar that my camera is on, I'm looking at them, I'm animated, and behaving exactly as I would if I were sitting in that prospect's conference room or office.

 

Come on people - turn on your video!

Topics: Dave Kurlan, video, zoom

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Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for eight consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

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